Answers hub spot inbound sales certification exam

HubSpot inbound sales certification exam answers: Excel in inbound sales with our comprehensive certification exam answers. Access real exam questions, answers, and detailed explanations to master the inbound sales certification. With free lifetime updates, stay ahead in the evolving landscape of inbound sales strategies.

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The HubSpot Inbound Sales Certification Exam is an exceptional educational offering tailored for sales professionals who are looking to adopt or refine their inbound sales techniques. As someone who has completed this certification, I can testify to its practicality and relevance in today’s sales landscape, where understanding and meeting customer needs is more crucial than ever.

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This certification focuses extensively on the inbound sales methodology, which contrasts sharply with traditional sales tactics by prioritizing the buyer’s needs and timeline rather than the seller’s agenda. The program covers essential topics such as identifying and connecting with leads, understanding and exploring buyer challenges, advising on solutions effectively, and finally, closing deals in a way that ensures value for both parties. The course content is well-organized and articulated through high-quality, engaging videos and readings that facilitate easy understanding and retention of concepts.

Passing exams is not a workout. Multiple attempts won’t make you stronger.

One of the most impactful aspects of the certification for me was learning how to better identify and connect with potential leads who are in the active research phase of their buying journey. The techniques taught in the program for recognizing “active buyers,” understanding their pains, and tailoring communications to meet their specific stage in the buyer’s journey have transformed how I approach sales conversations. This strategic alignment with the buyer’s needs has not only increased my conversion rates but also built stronger, trust-based relationships with clients.

Moreover, the HubSpot Inbound Sales Certification delved deep into the consultative selling approach, equipping me with skills to position myself as a trusted advisor rather than just a salesperson. This approach has enabled me to effectively guide prospects through their buying journey by providing insights and solutions that are genuinely aligned with their goals and challenges. This shift in approach has led to more meaningful engagements and has significantly enhanced customer satisfaction.

From a personal perspective, this certification has given me a robust framework to refine my sales strategies in line with contemporary sales practices. It has instilled a deeper understanding of the dynamics of modern buyer-seller relationships and how these can be optimized to create win-win scenarios. The knowledge gained has been instrumental in not only achieving better sales results but also in advancing my career by enhancing my professional profile.

Professionally, having a HubSpot certification is a significant asset. It is widely recognized in the industry and adds a layer of credibility to one’s professional capabilities. It showcases a commitment to adopting the latest sales methodologies and staying ahead in a competitive field. The certification has also served as a great networking tool, connecting me with other sales professionals who are similarly driven to innovate and improve their sales techniques.

In summary, the HubSpot Inbound Sales Certification is a must-have for sales professionals looking to enhance their skills in a market that increasingly values personalized, buyer-centric sales approaches. The lessons learned have not only improved my effectiveness in sales but have also provided a solid foundation for continuous learning and professional growth in the realm of inbound sales. I highly recommend this certification to anyone eager to excel in modern sales environments.

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What is the buyer doing during the awareness stage of their buying journey?

Identifying a challenge they’re experiencing or an opportunity they want to pursue.
Becoming aware of the ways your solution can help them.
Evaluating different approaches or methods available to help them with a challenge or opportunity they’ve decided to address.
Trying to choose a specific solution within a specific solution category.

Explanation: During the awareness stage of their buying journey, the buyer is identifying a challenge they’re experiencing or an opportunity they want to pursue. This stage marks the beginning of the buyer’s journey, where they become aware of a need, problem, or opportunity in their life or business. They may encounter issues or aspirations prompting them to seek solutions or improvements. At this point, they’re not yet evaluating specific products or services but rather recognizing the existence of a challenge or opportunity. Therefore, understanding the buyer’s needs and pain points at this stage is crucial for businesses to tailor their marketing efforts effectively, offering solutions that address these initial concerns and establish a connection with potential customers.

What is your role during the awareness stage of the buyer’s journey?

Help the buyer define their goals and challenges.
Help the buyer understand the different ways they might address a goal or challenge.
Convince the buyer to buy your product or service.
Help the buyer weigh the pros and cons of your solution relative to other options.

Explanation: During the awareness stage of the buyer’s journey, your role is to help the buyer define their goals and challenges. At this initial phase, the buyer is just becoming aware of a problem or opportunity, and they may not have a clear understanding of the specifics. By assisting them in defining their goals and challenges, you can establish yourself as a valuable resource and guide in their decision-making process. This involves empathetically listening to their needs, asking probing questions to uncover their pain points, and offering insights or information that help them better understand their situation. Rather than pushing your product or service, the focus is on building trust and providing value by addressing the buyer’s concerns and demonstrating your expertise in solving their problems. By doing so, you set the foundation for a meaningful relationship and position yourself as a trusted advisor throughout their journey.

What is the buyer doing during the consideration stage of their buying journey?

Identifying a challenge they’re experiencing or an opportunity they want to pursue.
Considering the pros and cons of using your solution.
Evaluating different approaches or methods available to help them with a challenge or opportunity they’ve decided to address.
Trying to choose a specific solution within a chosen solution category.

Explanation: During the consideration stage of the buyer’s journey, they are evaluating different approaches or methods available to help them with a challenge or opportunity they’ve decided to address. At this point, the buyer has already identified their problem or opportunity during the awareness stage and is now actively seeking solutions. They are exploring various options, comparing features, pricing, and other factors to determine which solution best fits their needs. As a seller or marketer, your role during this stage is to provide valuable information that helps the buyer make an informed decision. This may involve presenting case studies, product demonstrations, comparison guides, or other content that highlights the benefits of your solution and differentiates it from competitors. By focusing on addressing the buyer’s specific needs and concerns, you can position your offering as the ideal solution and guide them towards making a purchase decision.

What is your role during the consideration stage of the buyer’s journey?

To help the buyer define their goals and challenges.
To help the buyer understand the different ways they might address a goal or challenge.
To convince the buyer to buy your product or service.
To help the buyer weigh the pros and cons of your solution relative to other options.

Explanation: During the consideration stage of the buyer’s journey, your role is to help the buyer understand the different ways they might address a goal or challenge. At this stage, buyers have already identified their problem or opportunity during the awareness stage and are now actively seeking solutions. They are evaluating various options available to them, considering factors such as features, benefits, pricing, and suitability to their needs. Your job as a marketer or seller is not to push your product or service onto the buyer but rather to provide them with valuable information and guidance. This may involve creating content that educates them about different solutions, presenting case studies or testimonials, and offering personalized recommendations based on their specific needs. By helping the buyer explore their options and gain a deeper understanding of how each solution can address their challenges, you position yourself as a trusted advisor and increase the likelihood that they will choose your offering when they are ready to make a decision.

What is the buyer doing during the decision stage of their buying journey?

Identifying a challenge they’re experiencing or an opportunity they want to pursue.
Deciding on a budget for the next 12 months.
Evaluating different approaches or methods available to help them with a challenge or opportunity they’ve decided to address.
Trying to choose a specific solution within a chosen solution category.

What is the buyer doing during the awareness stage of their buying journey?

Identifying a challenge they’re experiencing or an opportunity they want to pursue.
Becoming aware of the ways your solution can help them.
Evaluating different approaches or methods available to help them with a challenge or opportunity they’ve decided to address.
Trying to choose a specific solution within a specific solution category.

What is your role during the awareness stage of the buyer’s journey?

Help the buyer define their goals and challenges.
Help the buyer understand the different ways they might address a goal or challenge.
Convince the buyer to buy your product or service.
Help the buyer weigh the pros and cons of your solution relative to other options.

What is the buyer doing during the consideration stage of their buying journey?

Identifying a challenge they’re experiencing or an opportunity they want to pursue.
Considering the pros and cons of using your solution.
Evaluating different approaches or methods available to help them with a challenge or opportunity they’ve decided to address.
Trying to choose a specific solution within a chosen solution category.

What is your role during the consideration stage of the buyer’s journey?

To help the buyer define their goals and challenges.
To help the buyer understand the different ways they might address a goal or challenge.
To convince the buyer to buy your product or service.
To help the buyer weigh the pros and cons of your solution relative to other options.

What is the buyer doing during the decision stage of their buying journey?

Identifying a challenge they’re experiencing or an opportunity they want to pursue.
Deciding on a budget for the next 12 months.
Evaluating different approaches or methods available to help them with a challenge or opportunity they’ve decided to address.
Trying to choose a specific solution within a chosen solution category.

What is your role during the decision stage of the buyer’s journey?

To help the buyer define their goals and challenges.
To help the buyer understand the different ways they might address a goal or challenge.
To convince the buyer to buy your product or service.
To help the buyer weigh the pros and cons of your solution relative to other options.

You should do all of the following activities during the identify phase of your inbound sales strategy EXCEPT:

Identify active buyers
Identify passive buyers
Research potential buyers
Help a lead identify their goals and challenges

You should do all of the following activities during the connect phase of your inbound sales strategy EXCEPT:

Contact inbound leads
Introduce yourself to common connections
Leave voicemails for your leads
Offer your leads a product demo

You should do all of the following activities during the explore phase of your inbound sales strategy EXCEPT:

Explore your lead’s goals and challenges.
Guide your lead toward the right conclusion, even if that’s not to buy from you.
Explore the ways your product or service can help your lead achieve their goals or overcome their challenges.
Position yourself as an expert who can help your lead sort through their goals and challenges.

You should do all of the following activities during the advise phase of your inbound sales strategy EXCEPT:

Deliver a presentation explaining how you’re uniquely positioned to help the buyer achieve their goals.
Help the buyer connect your company’s broad positioning to their specific goals and challenges.
Provide the buyer with case studies and general information about your company.
Ask the buyer to buy your product or service.

What is the difference between a sales process and an inbound sales strategy?

A sales process is an outdated, seller-focused idea. An inbound sales strategy replaces the need for a sales process.
Every sales team has its own sales process, but an inbound sales strategy can be implemented by every sales team.
A sales process describes the steps a seller takes during a sales cycle, while an inbound sales strategy describes the steps a buyer takes.
An inbound sales strategy is a type of sales process.

What is the goal of the identify phase of an inbound sales strategy?

To identify good-fit leads from within the large pool of available prospects.
To identify the goals and challenges of specific prospects.
To identify the ways your product or service can benefit people who match your buyer personas.
To identify ways to differentiate your offering from your chief competitors’ offerings.

What is an active buyer?

Someone who has explicitly stated their desire to buy your product
Someone who is ready to buy your product
Someone who is actively researching a goal or challenge
Someone who has bought from you in the past and is looking to buy again

What is a passive buyer?

A buyer who needs extra encouragement before they commit to buying
A lead who has expressed interest in your product but hasn’t committed to a timeline for buying
A person who buys a product without speaking with a sales representative
Someone who is a good fit for your offering but isn’t looking to buy right now

True or false? You should only start identifying passive buyers after identifying all of the active buyers.

True
False

What is the difference between ideal customer profiles and buyer personas?

Ideal customer profiles are for business-to-business sales teams, while buyer personas are for sales teams that sell directly to consumers.
Ideal customer profiles broadly describe a target market, while buyer personas define specific sorts of people in that market.
Ideal customer profiles describe your existing customers, while buyer personas are based on your leads and prospects.
Ideal customer profiles are used by marketing teams, while buyer personas are used by salespeople.

How quickly should you contact inbound leads?

Preferably within minutes of receiving the lead.
Preferably within a day or two of receiving the lead.
Not too quickly, so you don’t seem overeager.
On a weekly cadence, since these leads are unlikely to lose interest in your offering.

All of the following are examples of inbound leads EXCEPT:

A live chat from a website visitor
A phone call into your company
Someone who reaches out to you on LinkedIn or Twitter
Someone who mentions your company on LinkedIn or Twitter

All of the following might be included in an ideal customer profile EXCEPT:

Economic factors that make a customer ideal or not ideal
Market segments that are ideal or not ideal to sell into
Geographic locations that are ideal or not ideal to sell into
Goals and challenges an ideal customer needs help with

All of the following could be a trigger event EXCEPT:

A press release or job posting from a good-fit company
A good-fit person mentioning a relevant keyword or hashtag on social media
A good-fit person mentioning one of your competitors on social media
A good-fit person submitting a form on your website.

An inbound sales strategy focuses on identifying people who _________.

might already be interested
work at major corporations
have a budget, the right authority, a need, and a timeline
are already familiar with your product or service

Congratulations — you just landed a job selling IT equipment to large corporations! You receive your first inbound lead, and you call the person who submitted it. You quickly realize that this person is a junior employee with no buying authority. What should you do?

Respectfully answer their questions, then mark them as “unqualified” in your CRM and don’t spend any more time on them.
Treat them the same way you would treat your target persona because there’s a good chance they’re doing research for that person.
End the call as quickly as possible because there’s no reason to spend time talking to junior employees.
Ask to talk to their supervisor and see if you can qualify that person as a lead.

Reading, sharing, and commenting on blog posts
Following and engaging with thought leaders on social media platforms
Sharing content from your company and other sources on social media
Sending a series of personalized emails to good-fit prospects

Which of the following is an example of a common connection?

Your brother-in-law has a friend who could benefit from your offering.
A potential buyer lives in the town where you grew up.
You meet a good-fit prospect at an industry event.
You and a potential buyer went to the same university.

What is a trigger event?

An action that triggers an automated email from your marketing automation platform.
Anything that indicates that you could provide immediate value to someone.
An action that indicates a prospect is ready to move from the identify phase to the connect phase.
An event that indicates a sales opportunity is about to expire.

What should a business-to-business salesperson do if their website gets multiple anonymous visits from a single company?

Improve their website’s lead-capture tools
Monitor the situation but wait for the company to initiate contact
Call the company and offer to help
Send a LinkedIn invite to the most likely buyer at the company

How long should each message in your sequence be?

Short. Voicemails should be less than 15 seconds and emails should be less than 200 words.
It varies. If you have a lot of relevant information you have to share, your messages will be longer.
As long as they need to be to communicate your value proposition.
As long as possible. Increasing the amount of information you share increases the likelihood that a lead will engage with you.

How often should you reference yourself in your outreach messages?

Never. Your messages should be solely about the buyer and their context.
As often as necessary to communicate your value proposition.
As often as possible. You need to convey your value and expertise to the buyer.
No more than half as much as you reference your buyer and their situation.

Fill in the Blank: End each email with a ______.

Question
Offer
Joke
Deadline

What should your outreach messages try to do?

Persuade the buyer to shorten their buying timeline.
Generate a response of any kind from the buyer.
Help the buyer make progress in defining or solving their problem.
Move the buyer into the next stage of the buyer’s journey.

Verify their buying authority
Provide some kind of help or value to them
Determine how good of a fit they are for your offering
Monitor their content for four to six weeks

When should you transition to the explore phase?

After you’ve confirmed the buyer’s budget and authority
When the buyer answers one of your calls or emails
When the buyer confirms they’re interested in discussing a goal or challenge with you
As soon as you begin researching the buyer’s context and needs

What does it mean to make your outreach “human”?

Avoiding automated processes and technology.
Making sure your approach is empathetic and personable.
Making sure your first meeting with a new prospect happens in-person.
Involving as many different people from your company as possible in your relationship with every prospect.

What does it mean to make your outreach “helpful”?

Telling people how to solve their problems.
Telling people what problems they should focus on.
Providing people the insight and guidance they need at each step of the buyer’s journey.
Explaining things to your prospects as simply as possible.

What does it mean to make your outreach “holistic”?

Working with as many different kinds of people as possible.
Trying to solve as many problems as you can for each prospect.
Sharing all of the relevant information at the same time instead of sharing a little at a time.
Providing the same level of human, helpful service to people at every stage of the life cycle.

Make a list of the problems you help your customers solve and map your content to those problems –– then share relevant content.
Have physical copies of your company’s content on your desk so you can flip through them during phone calls and find what you’re looking for.
Share as much content as possible with each prospect to increase the likelihood of giving them the content they need.
Reduce the amount of content you use and focus on sharing only the content that is relevant in the decision stage of the buyer’s journey.

If a lead calls you in response to a voicemail you left, what should you do?

Ask questions about their budget and authority to make sure they’re a qualified lead.
Skip the connect call and transition immediately into an explore call.
Run the connect call as you would have if they had answered the phone when you initially called.
Move the conversation to email to make it more convenient for them.

Your teammate creates an outreach sequence with 10 steps in it and asks you if you think that’s a good length. How do you respond?

“That’s a good start, but you should probably plan on creating a few additional steps.”
“That’s probably good. 10 is usually the right number of steps to have.”
“That’s probably too many steps. It’s generally best to end a sequence at five steps because you won’t get many additional responses after the fifth attempt.”
“Hard to say. There isn’t a single best practice around the right number of steps in an outreach sequence.”

How can you start building rapport before getting on a call?

By researching your prospect
By practicing your sales pitch
By sending multiple emails to prepare the buyer for the call
By preparing a discount ahead of time

How long should the rapport-building part of an exploratory call be?

Short. Don’t spend more than a few seconds on rapport building.
Long enough to get the prospect comfortable discussing goals and challenges with you, but not so long that it requires the rest of the call to be rushed.
As long as possible. Increasing the amount of time spent building rapport will increase the prospect’s likelihood of moving to the advise phase of your inbound sales strategy.
It will vary based on your personal sales style.

Fill in the blank: If a prospect says, “I’m thinking about moving into a larger facility,” that’s an example of a __________.

goal
challenge
plan
timeline

Fill in the blank: If a prospect says, “I’m hoping to get this figured out before the end of the quarter,” that’s an example of a __________.

goal
consequence
implication
timeline

Fill in the blank: If a prospect says, “If I don’t find a way to solve this problem, I’m going to have to start laying off employees,” that’s an example of a __________.

goal
consequence
implication
timeline

Fill in the blank: If a prospect says, “If I can find a way to fix this, I think we’ll be able to open a second location next year,” that’s an example of a __________.

goal
consequence
implication
timeline

Which of the following is the BEST way to discuss a prospect’s budget?

Ask the prospect how much they’re planning to invest to achieve their goals.
Suggest a price that’s high enough that you can let them negotiate the price down.
Offer a discount based on their goals and timeline.
Give them a time-bound quote.

All of the following are questions to ask while discussing authority EXCEPT:

“How have decisions like this been made in the past?”
“Who else needs to be involved in this decision?”
“Do you typically discuss things like this with anyone in your family or with another trusted advisor?”
“Are you the right person for me to be talking with?”

Here’s an agenda that follows the CGP, TCI, BA framework: 1. Build rapport, recap previous conversations, set agenda. 2. Explore the challenges the prospect has and their plans for overcoming them. 3. Explore their timeline and discuss the consequences of inaction and the implications of success. 4. Explore budget and authority. In this agenda, which part of the CGP, TCI, BA framework needs improvement?

CGP
TCI
BA
It’s fine as is

Here’s an agenda that follows the CGP, TCI, BA framework: 1. Ask how business is going, review what you’ve already talked about, lay out the plan for this conversation. 2. Ask about their challenges and goals. Discuss their plans. 3. Ask about their timeline. Uncover what they stand to lose and gain. 4. Find out who else needs to be involved in the decision to buy or not buy. In this agenda, which part of the CGP, TCI, BA framework needs improvement?

CGP
TCI
BA
It’s fine as is

Here’s a paragraph from a recap email. “You mentioned that you need to get into a larger space, but you have a lot of specialized equipment that can’t be moved easily. Your best plan is to hire a moving company, but you’re worried that the equipment will get damaged or miscalibrated in the move.” Which part of the explore phase does it accomplish?

Rapport building
CGP
TCI
BA

Here’s a paragraph from a recap email: “You need to get into your new office space before the end of this quarter. You have aggressive hiring goals for next quarter and if you haven’t relocated into a larger space by then, you won’t be able to hit those goals. On the other hand, if you get into the space you’re currently looking at, the amenities included in that space will help you attract new talent.” Which part of the explore phase does it accomplish?

Rapport building
CGP
TCI
BA

Here’s a paragraph from a recap email. “You currently have a quote from a moving company for about $5,000, but you would be willing to pay twice that much if it meant ensuring your equipment was moved safely and on time. However, the decision isn’t yours alone. Sebastian is in charge of the equipment and Sal will have to approve the higher budget. We’ll include them in our next meeting to discuss the details of where we go from here.” Which part of the explore phase does it accomplish?

Rapport building
CGP
TCI
BA

What is the main goal of a presentation?

To provide value to the prospect
To recap the exploratory call
To work with the buyer on pricing
To review what the potential buyer should know

How should you begin your sales presentation?

With a description of your product’s features and value propositions.
With a recap of your previous conversations, to make sure that you and your prospect have a shared understanding of what has previously been discussed.
By discussing how your offering will help them achieve the goals they’ve shared with you in previous conversations.
By confirming the prospect’s budget and authority.

How do you determine the timeline for closing a deal?

Ask the prospect when they need to achieve their goal and work backwards from that date to determine when they need to sign the contract.
Ask the prospect when they need to achieve their goal and have them sign the contract on that date.
Recommend a deadline based on the length and complexity of your sales cycle.
Allow the prospect to choose the date they think will be best for closing the deal.

Where in your presentation should you present case studies on other companies you’ve worked with?

At the beginning of the presentation, to build credibility.
At the end of the presentation, to encourage commitment.
Throughout the presentation, to add continuity.
Not at all, unless the prospect has specifically asked for them or if they are especially relevant to the prospect’s situation.

What is the purpose of the 1-10 closing technique?

To help the buyer define a timeline for purchasing your solution
To convince the buyer to purchase your solution
To help the buyer weigh the pros and cons of moving forward with your solution
To qualify leads during the exploratory call

When using the 1-10 closing technique, what should you do if your prospect gives you number lower than six?

Back up to the explore phase of your inbound sales strategy and figure out what you missed.
End the meeting as quickly as possible and stop pursuing that lead.
Offer them a discount.
Split the difference and recalculate the lead value.

Your teammate is prepping for a sales presentation and they’ve outlined the points they want to cover: 1. Recap of previous discussions 2. Explanation of how other people in similar situations have proceeded 3. Pros and cons of various approaches They want your feedback on this outline. What would you say?

“This is a good start, but you need to advise them on the best path to achieving their goals and explain how we can help them get there.”
“This is a good way to finish the presentation, but you should start by explaining our offering and how it can solve their problems.”
“This is okay, but a better approach would be to give them a demonstration of our product.”
“This is great! Leave it like it is.”

You should do all of the following in your sales presentation EXCEPT:

Confirm the prospect’s timeline.
Ask the prospect to commit to your fee.
Discuss how the prospect typically makes a purchase.
Show the prospect as many features of your offering as possible.

All of the following questions are part of the 1-10 closing technique EXCEPT:

On a scale of one to ten, where one is “I’m not at all interested in working with you,” and ten is, “I want to buy right now,” what number would you say you are?
Wow, that’s a high number! Why did you pick that number?
That makes sense. Sounds like you have a lot of good reasons to buy our product. So why didn’t you pick ten as your number?
I understand. Now I’m going to pick a number that I think is the right number for you. What number do you think I’m going to pick?

When you identify an active buyer, what stage of the buyer’s journey will they most often be in?

The awareness stage
The consideration stage
The decision stage
The inbound stage

Fill in the blanks: For business-to-business sales teams, an ideal customer profile usually identifies . For sales teams who sell directly to consumers, an ideal customer profile identifies .

an industry, a geographic territory
an individual company, a specific potential customer
a type of company, a portion of the general population
a small group of target accounts, a larger group of prospects

What is an inbound lead?

An anonymous website visitor
A person who buys a product without speaking with a sales rep
A lead who requests a product demonstration
A person who has visited your website and identified themselves in some way

All of the following are advantages of using the CGP, TCI, BA framework EXCEPT:

Understanding: You can make sure you don’t miss details that are important in understanding your buyer’s context.
Effective communication: You can have a structure for communicating your prospect’s story back to them, helping them know that you heard them.
Advising: You can position your products and services as a solution to your buyer’s challenges.
Identifying: You can have a clear way to measure whether a potential lead is a good fit for your offering.

Here’s an agenda that follows the CGP, TCI, BA framework: 1. Rapport building, recap, and agenda. 2. The prospect’s goals, the challenges they face in achieving those goals, and their plan for overcoming those challenges. 3. What happens if they fail? What happens if they succeed? 4. Their available budget and their usual decision-making process. In this agenda, which part of the CGP, TCI, BA framework needs improvement?

CGP
TCI
BA
It’s fine as is

Fill in the blanks: The plan you present during the advise phase of your inbound sales strategy closes the gap between _ and _.

your prospect’s budget, your company’s needs
your goals, your prospect’s goals
where the prospect is now, where they want to be
the awareness stage of the buyer’s journey, the consideration stage of the buyer’s journey

What is your role during the awareness stage of the buyer’s journey?

Help the buyer define their goals and challenges.
Help the buyer understand the different ways they might address a goal or challenge.
Convince the buyer to buy your product or service.
Help the buyer weigh the pros and cons of your solution relative to other options.

If your company doesn’t produce very much content, all of the following are good alternatives EXCEPT:

Sharing content from other sources
Offering free consultations
Creating your own content
Proceeding with your inbound strategy without using content

Answers: HubSpot Inbound Sales Certification Exam

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What is the buyer doing during the awareness stage of their buying journey?

What is your role during the awareness stage of the buyer’s journey?

What is the buyer doing during the consideration stage of their buying journey?

What is your role during the consideration stage of the buyer’s journey?

What is the buyer doing during the decision stage of their buying journey?

What is the buyer doing during the awareness stage of their buying journey?

What is your role during the awareness stage of the buyer’s journey?

What is the buyer doing during the consideration stage of their buying journey?

What is your role during the consideration stage of the buyer’s journey?

What is the buyer doing during the decision stage of their buying journey?

What is your role during the decision stage of the buyer’s journey?

You should do all of the following activities during the identify phase of your inbound sales strategy EXCEPT:

You should do all of the following activities during the connect phase of your inbound sales strategy EXCEPT:

You should do all of the following activities during the explore phase of your inbound sales strategy EXCEPT:

You should do all of the following activities during the advise phase of your inbound sales strategy EXCEPT:

What is the difference between a sales process and an inbound sales strategy?

What is the goal of the identify phase of an inbound sales strategy?

What is an active buyer?

What is a passive buyer?

True or false? You should only start identifying passive buyers after identifying all of the active buyers.

What is the difference between ideal customer profiles and buyer personas?

How quickly should you contact inbound leads?

All of the following are examples of inbound leads EXCEPT:

All of the following might be included in an ideal customer profile EXCEPT:

All of the following could be a trigger event EXCEPT:

An inbound sales strategy focuses on identifying people who _________.

Congratulations — you just landed a job selling IT equipment to large corporations! You receive your first inbound lead, and you call the person who submitted it. You quickly realize that this person is a junior employee with no buying authority. What should you do?

All of the following are examples of social selling EXCEPT:

Which of the following is an example of a common connection?

What is a trigger event?

What should a business-to-business salesperson do if their website gets multiple anonymous visits from a single company?

How long should each message in your sequence be?

How often should you reference yourself in your outreach messages?

Fill in the Blank: End each email with a ______.

What should your outreach messages try to do?

What do you need to do before connecting with someone on social media?

When should you transition to the explore phase?

What does it mean to make your outreach “human”?

What does it mean to make your outreach “helpful”?

What does it mean to make your outreach “holistic”?

How can you make sure the content you share is relevant to your prospects?

If a lead calls you in response to a voicemail you left, what should you do?

Your teammate creates an outreach sequence with 10 steps in it and asks you if you think that’s a good length. How do you respond?

How can you start building rapport before getting on a call?

How long should the rapport-building part of an exploratory call be?

Fill in the blank: If a prospect says, “I’m thinking about moving into a larger facility,” that’s an example of a __________.

Fill in the blank: If a prospect says, “I’m hoping to get this figured out before the end of the quarter,” that’s an example of a __________.

Fill in the blank: If a prospect says, “If I don’t find a way to solve this problem, I’m going to have to start laying off employees,” that’s an example of a __________.

Fill in the blank: If a prospect says, “If I can find a way to fix this, I think we’ll be able to open a second location next year,” that’s an example of a __________.

Which of the following is the BEST way to discuss a prospect’s budget?

All of the following are questions to ask while discussing authority EXCEPT:

What is the main goal of a presentation?

How should you begin your sales presentation?

How do you determine the timeline for closing a deal?

Where in your presentation should you present case studies on other companies you’ve worked with?

What is the purpose of the 1-10 closing technique?

When using the 1-10 closing technique, what should you do if your prospect gives you number lower than six?

You should do all of the following in your sales presentation EXCEPT:

All of the following questions are part of the 1-10 closing technique EXCEPT:

When you identify an active buyer, what stage of the buyer’s journey will they most often be in?

Fill in the blanks: For business-to-business sales teams, an ideal customer profile usually identifies ________. For sales teams who sell directly to consumers, an ideal customer profile identifies ________.

What is an inbound lead?

All of the following are advantages of using the CGP, TCI, BA framework EXCEPT:

Fill in the blanks: The plan you present during the advise phase of your inbound sales strategy closes the gap between _______ and _______.

What is your role during the awareness stage of the buyer’s journey?

If your company doesn’t produce very much content, all of the following are good alternatives EXCEPT:

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Fill in the blanks: For business-to-business sales teams, an ideal customer profile usually identifies . For sales teams who sell directly to consumers, an ideal customer profile identifies .

Fill in the blanks: The plan you present during the advise phase of your inbound sales strategy closes the gap between _ and _.